philosophy/psychology

Item Description

"Selling with Integrity not only offers a model of how to bring soul intosales, it teaches the hands-on skills to do it." – Jack Canfield, coauthor, Chicken Soup for the Soul

New York Times business bestseller

The traditional sales model involves convincing and coercing buyers into believing they can't live without what sellers have to offer. According to this view, the seller and the product are at the center of the process, and the buyer's interests are marginal: a successful seller is one who can create a ""need"" where none exists.

Selling with Integrity is based on the author's belief that closing the sale is less important than respecting the interests of the buyer. Morgen argues that the seller's primary responsibility is to the buyer. Both are well served by the author's ""Buying-Facilitation"" technique, where service is the goal, discovery is the outcome, and the solution may or may not be a sale.

Buyers "win" by having their needs met. Sellers "win" by getting to work within their value systems and by expediting the decision-making process with appropriate prospective buyers. This frank assessment of the potential buyer's needs involves cooperation rather than confrontation, creating a better overall experience.

Morgen's approach restores to the job of selling the honesty, integrity, and humanity that are missing from traditional sales techniques.

Used - Very good

Published 1997. 243 pages. 6 x 0.73 x 9.06" Hardback

 
 

Item Special Note

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